Buck baker   scan source communications 2011 north america partner conference
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  • These are the people who make things happen.
  • This is how we do what we do.
  • You learned about our UC strategy in Austin last yearDesignated to train and educate all major markets and our (5) unique categories of reseller partnersHere’s a glimpse at what we did…
  • Ongoing Web seminars Seven sessions on a varied topics from industry experts (like Marty Parker of Unicomm Consulting)Additional vendor specific and Business related sessions (like our Reseller Financial Services summer series on Financing UC)Industry EventsChannel Partners, Enterprise Connect, UC Summit, Xchange, CompTIAUC Solution guides On Line version in first half of year. Two more guides coming in Q4…Microsoft Lync and Adding UC value to the PBX)4 UC Newsletters Dedicated landing pages and website updates for quick access to resources (like our UC Landing page and dedicated Lync Microsite)Sale Organization has attended additional training sessions on UC and UC related prodcuts, aquiring certifications Tech certifications were also achieved
  • So, what’s in store for 2012?Our exclusive promo with Polycom Oct 1, 2011 to Sep 30, 2012We want you to get in the game and get started right here in Memphis
  • www.weworkhowyouwork.comSite is live – take a demo in the EXPO and register today to win!
  • It’s all about having conversations in the format most convenient for youThe Source blog communityPlanning for Profit with featured content on Negotiation Skills with Bill Garcia who you will hear from laterSocial media tool interaction – use our Twitter hashtag #kingconf11 to increase the event chatter
  • Feedback is a gift We cannot get better if we don’t ask you what’s working right and where we need to improve
  • There are several ways to get involved here in MemphisYou MUST BE PRESENT to win this year, so stick around with us and earn chances at big cash prizes!

Buck baker   scan source communications 2011 north america partner conference Buck baker scan source communications 2011 north america partner conference Presentation Transcript

  • Intellectual Property
    All materials from this deck are confidential and for intended use only* and cannot be distributed outside this use without prior written consent of ScanSource.
    * Copyright © 2011.  All Rights Reserved. Unless expressly authorized in writing by the copyright owner, any copying, reproduction, exhibition, export, distribution or other use of this product or any part of it is strictly prohibited. External sources and external trademarks are the property of the referenced sources.
    ScanSource, Inc. Confidential
  • Buck Baker
    President
    ScanSource Communications
  • Catalyst Telecom Confidential
    We Look Up To You Every Day!
    ScanSource, Inc. Confidential
  • 2011: State of ScanSource Communications
    2011 better than 2010 – FY 2011 sales increased 24%
    Average inventory – increased 48% over FY 2010
    Investment in people – 25% increase in sales, business development, merchandising and technical services
    UC focus continues to pay off for SSC and our resellers
    Signed ShoreTel for core product distribution in North America
    Polycom’s 2011 North America & Global Distributor of the Year
    ScanSource, Inc. Confidential
  • ScanSource, Inc. Confidential
    Our 2012 Organization
    Buck Baker
    President
    Yvette McKenzie
    Vice President, Merchandising
    Karen Burton, Sales Operations
    Brian Cuppett
    Vice President, Sales
    Christie Hamberis,
    Director, Merchandising
    8 Product Managers
    Kelly Oliver Manager, Sales(SC)
    13 AMs
    Amy Krueger Manager, Sales(KS)
    15 AMs
    Tracey Boucher,
    Director, Merchandising
    8 Product Managers
    Kim Crawford
    Manager, BDM
    7 BDMs
    Jason McKanna Manager, Sales(KS)
    5 Sales Reps
    Rich Cole
    Team Lead, Video Technical Support(KS)
    5 Technical Engineers
    Kyle DeWitt
    Team Lead, Technical Support
    6 Technical Engineers
    An 80 person team supporting you!
    Matt Brungardt
    Team Lead, Technical Engineering
  • This Is How We Do It
    ScanSource, Inc. Confidential
    A dedicated support team ready to work for you
    through people, programs, tools and services
  • Flawless Execution Is Key
    ScanSource, Inc. Confidential
    • Same-Day Shipping (up to 8pm EST)
    • All products ship from Southaven, MS
    - 99.79% accuracy rate
    - Configured orders ship within 24-48 hours
    • 600,000+ square feet | 255 million+ inventory
    • 5,000 packages shipped daily
    • 30,000-square-foot Custom Configuration Center
    • SIP/IP Phone Provisioning
    • Remote Implementation Review
    • Remote Programming
    • Print Labels and Programming Documents to Ship with Hardware
    • Repackaged in Original Boxes and Shipped to Customer
  • Financial Services Fit For Our Kings
    ScanSource, Inc. Confidential
    TRADE CREDIT
    • Net Terms Available
    • Application Review Within 24 Hours
    • First Order, Same-Day Shipping
    LEASING
    • Variety of Companies for Any Size Opportunity
    • Options that can Expand Reseller Credit Availability
    INVENTORY FINANCING
    • Flooring Accounts
    SSC Completed a 3-part Web Series:
    Financing UC Opportunities in Q3
    • Vendor and Industry-Certified System Engineers
    • Pre-Sale and Tier 1 & Tier 2 Post-Sale Support
    • Video Test Sites Available 24/7
    • State-of-the-Art Unified Communications Lab
    • 3-1 Ratio of Sales Reps to Technicians
    • Consistent Achievement of High Customer Satisfaction
    • Average of 93% Deflection Rate Across Vendor Partners
    • Technical Lab for Problem Resolution and Interoperability Testing
    Technical Services Fit For Our Kings
    ScanSource, Inc. Confidential
    Sean Sparacio
    Technical Support Analyst
    Rich Cole
    Team Leader Technical Services
  • Marketing Services Fit For Our Kings
    ScanSource, Inc. Confidential
    General Marketing
    • Strategic Marketing Plan
    • Brand Development and Custom Marketing
    • Telemarketing
    • Customer Testimonial Videos
    • Lead Generation, Press Releases, Case Studies
    Online Marketing
    • Social Media and SEO
    • Web Development
    • E-mails & Landing Pages
    Events
    • Event and Tradeshow Planning
    • Partner Branded Web Seminars
  • 2011 UC Strategy
    ScanSource, Inc. Confidential
    ScanSource Communications Value-Added Services
  • ScanSource, Inc. Confidential
    2011 UC Training/Education Program
  • We Work How You Work!
    ScanSource, Inc. Confidential
    Our exclusive Polycom promo running October 1, 2011 to September 30, 2012. 
    Quarterly prizes: Vote on demo equipment and participate in a quarterly random drawing.
    Grand prize:  Vote each quarter on specific components of the trip: location, restaurant, activity, etc. Resellers have to qualify for the promo and earn entries to win. There will be 6 random Grand Prize winners.
    Resellers who register win a $25 gift card (while supplies last)
    Visit the Polycom booth during the EXPO to register and win!
    www.weworkhowyouwork.com
  • Community/Blogs/Social Networks
    ScanSource, Inc. Confidential
    thesource.scansource.com
    Free online sales training and education series:
    • Prospecting & Qualifying
    • Value Selling
    • Negotiation
    #kingconf11
  • ScanSource, Inc. Confidential
    Are YOU Satisfied with us?
    114 reseller respondents - August 2011 satisfaction survey
    What is most important to you in working with us?
    Product Availability
    Efficient Delivery
    Knowledgeable Sales Reps
    Technical Support
    Rate the quality of these services delivered by ScanSource.
    Product Availability Score of - 97% Very Good to Excellent
    Efficient Delivery Score of - 95% Very Good to Excellent
    Knowledgeable Sales Reps Score of - 89% Very Good to Excellent
    Technical Support Score of - 81% Very Good to Excellent
  • Housekeeping
    ScanSource, Inc. Confidential
    Total Coverage – Survey Results
    Boston Research Group, August 2011For the Service Period May 2010 – April 2011
    “ScanSource Communications is clearly a very strong and valued Polycom Channel Partner with 100% overall customer satisfaction …” ScanSource achieved strong satisfaction ratings across all service and support areas.
    Customer Comments:
    “THEY TREAT US VERY WELL. THEY ARE PROMPT TO RETURN OUR PHONE CALLS AND GET THE PROBLEM FIXED. THEY ARE EXTREMELY FAST.”
    “I THINK THEY DO A FINE JOB, AND I AM SATISFIED WITH THEM. THEY ARE OUR SOURCE FOR POLYCOM PRODUCTS.”
  • ScanSource, Inc. Confidential
    2012: What’s Next?
    Continue the push in Unified Communications education and marketing
    Invest in tools to make it easier to do business with usCommand Central, SUMO, The Source, Service Renewals
    Additional complimentary vendor partnerships
    Additional branded services through Total Coverage
    Invest in infrastructure - people
  • Get Involved NOW!
    ScanSource, Inc. Confidential
    Win one of three $5,000 partner marketing programs – EXPO
    Sign up for our Technology Solution Guides – EXPO
    Go Mobile at the EXPO and earn points!
    NOW: Visit www.kingconf11.com – add to mobile home screen
    EXPO: Log in and enter codes received at each booth
    Chances to win $100/$200/$300 VISA rewards (must be present to win)
    Win cash during the Thursday Break Outs
    Sign the attendance sheet at sessions you attend
    Chances to win $100/$200/$300 VISA rewards (must be present to win)
  • ScanSource, Inc. Confidential
    Thank You
    Vendor Sponsors